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MMKT605: Sales Management
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Course data
COURSE INTRODUCTION
START HERE → Orientation
Course Syllabus
Unit 1: The Importance of the Sales Function
1.1: The Power of Selling
The Power of Selling
1.2: The Evolution of Selling
The Evolution of Sales
1.3: The Role Professional Salespeople Play
Selling and the Marketing Mix
1.4: Identify Different Types of Salespeople
Types of Salespeople
Types of Sales Positions
1.5: The Importance of Customer Relationships
Improve Your Customer Relationships
Relationship Building for Sales
Unit 1 Study Resources
Unit 1 Review Video
Unit 1 Review Slides
Study Guide: Unit 1
Unit 1 Assessment
Unit 1 Assessment
Unit 2: Prospecting and Qualifying
2.1: Prospecting and Qualifying Potential Customers
Sales Process and Prospecting
Prospecting Best Practices
2.2: Screen Potential Customers to Determine Current Needs
Resources for Prospecting
Segmenting, Targeting and Positioning
2.3: Identify Potential Customers
Business Directories and Databases
2.4: Determining Whether the Lead Is a Qualified Prospect
Generating More Qualified Leads
Unit 2 Study Resources
Unit 2 Review Video
Unit 2 Review Slides
Study Guide: Unit 2
Unit 2 Assessment
Unit 2 Assessment
Unit 3: The Pre-Approach
3.1: The Preapproach
Planning for a Sales Call
Learning about Your Prospects
3.2: Research Your Prospect
Solving Customer Challenges
3.3: Research the Company and the Industry
SMART Objectives
3.4: Pre-determine the Customer's Needs
Buying 101
Unit 3 Study Resources
Unit 3 Review Video
Unit 3 Review Slides
Study Guide: Unit 3
Unit 3 Assessment
Unit 3 Assessment
Unit 4: The Approach
4.1: Making a Good First Impression
Six Cs of Making a Good First Impression
4.2: Establishing Rapport
How to Start Off on the Right Foot
4.3: What Not to Do
What Not to Do on a Sales Call
Unit 4 Study Resources
Unit 4 Review Video
Unit 4 Review Slides
Study Guide: Unit 4
Unit 4 Assessment
Unit 4 Assessment
Unit 5: The Presentation and Demonstration
5.1: Asking Probing Questions to Determine Needs
SPIN Selling
5.2: What's in It for the Customer
Using Features versus Benefits in Sales
5.3: The Importance of Listening
Active Listening
The Power of Effective Communication
Effective Listening Skills for Managers
5.4: Leveraging Technology in Your Sales Presentation
Making Your Presentation Work
5.5: Product Demonstrations Engage the Customer
Product Demonstrations
Unit 5 Study Resources
Unit 5 Review Video
Unit 5 Review Slides
Study Guide: Unit 5
Unit 5 Assessment
Unit 5 Assessment
Unit 6: Handling Objections
6.1: What Is an Objection?
Handling Objections
6.2: Types of Common Objections
Types of Objections and How to Handle Them
6.3: Strategies to Handle an Objection
Simple Steps to Overcoming Every Objection
Sales Objection Handling 101
Unit 6 Study Resources
Unit 6 Review Video
Unit 6 Review Slides
Study Guide: Unit 6
Unit 6 Assessment
Unit 6 Assessment
Unit 7: Closing the Sale
7.1: What Is a Trial Close?
The Close
Closing Techniques
Trial Closes and Challenges
7.2: Types of Closes
Types of Closes
Unit 7 Study Resources
Unit 7 Review Video
Unit 7 Review Slides
Study Guide: Unit 7
Unit 7 Assessment
Unit 7 Assessment
Unit 8: Follow-Up
8.1: What to Do After Closing the Sale
Following Up
8.2: The Importance of Customer Loyalty
Customer Satisfaction
Unit 8 Study Resources
Unit 8 Review Video
Unit 8 Review Slides
Study Guide: Unit 8
Unit 8 Assessment
Unit 8 Assessment
Unit 9: Selling Strategies
9.1: What Is Consultative Selling?
Consultative Selling
9.2: The SPIN Model
Using Questions in the SPIN Model
9.3: Adapting to Social Styles and Customer Types
Adaptive Selling
Unit 9 Study Resources
Unit 9 Review Video
Unit 9 Review Slides
Study Guide: Unit 9
Unit 9 Assessment
Unit 9 Assessment
Unit 10: Selling Yourself
10.1: What Is Your Personal Brand?
The Power of Your Personal Brand
Defining Your Personal Brand
The Importance of a Personal Brand
10.2: How the Selling Process Can Help You Get the Job
Defining Your Personal Brand
Unit 10 Study Resources
Unit 10 Review Video
Unit 10 Review Slides
Study Guide: Unit 10
Unit 10 Assessment
Unit 10 Assessment
Study Guide
MMKT605 Study Guide
Final Exam Preparation
Case Study 1 Review Video
Case Study 1 Review Slides
Case Study 2 Review Video
Case Study 2 Review Slides
Practice Final Exam
MMKT605: Practice Final Exam
Proctored Final Exam
Course Feedback Survey
Course Feedback Survey
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Graduate Programs
Master of Business Administration
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Master's in Management
Master's of Entrepreneurship & Innovation
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Summary
Course info
MMKT605: Sales Management
Learn the importance of the sales function for the survival and growth of the organization.
Skill Level
:
Beginner